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Ending a Vicious Circle: Using Sales Scripting and Analytics During Cross-sell
Banks want to cross-sell. We know that the concept of cross-sell makes sense. You present relevant cross-sell product offers to your most valuable customers, the customers accept, you capture a greater...
View ArticleBringing Profitability Back to Demand Deposit Account Opening
New regulatory requirements and consumer behavior changes are challenging the traditional profitability model of demand deposit accounts (DDAs). In fact, TowerGroup predicts banks will lose $25 billion...
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How Can Instant Prescreen Transform Retail Credit Cards?
We know that retailers can increase their revenue and customer loyalty if they can get their own retail-branded credit cards into their customers’ hands. It makes sense. If consumers who sign up for...
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Never Say No
When a consumer applies for a financial institution’s (FIs) product, they are validating the tremendous investment that the FI made in designing and marketing the product to that consumer. The consumer...
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Offers, Offers Everywhere, How to Drive Acceptance
We all receive those credit card offers by mail that proclaim balance transfers at zero percent interest, a free airline ticket just for signing up, cash back on all purchases, platinum status upgrades...
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Test and Learn
"If you don't like change, you're going to like irrelevance even less."--General Eric Shinseki, former U.S. Army Chief of Staff “Companies that thrive on change can never rest. Competitors are quick to...
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To Grow their Auto Loan Portfolios, Lenders are Taking Instant Prescreen for...
Instant prescreen—the process of pre-approving consumers for a credit product and presenting a product offer in realtime—has long been a staple of the traditional banking cross-sell approach. Picture a...
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Instant Prescreen: I do not think it means what you think it means.
There are a few phrases that people use with great confidence, even though their understanding might be quite inaccurate. During a few recent conversations, I’ve realized that “Instant Prescreen” is...
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Instant Prescreen Demand is Driving New Capabilities
Instant prescreen has been around for more than two decades. This highly effective approach to customer acquisition and cross-sell has new innovations that further enhance its value to financial...
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Successful Digital Banking Comes From a Mobile First Strategy
There are new mobile capabilities announced daily for many industries and banking is no exception. While the adoption of mobile banking is still a slow movement, with companies like Snapchat filing...
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